Get your day off to the right start with your own MORNING MEETING. A Timeshare Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.
REMEMBER: Some people believe that the opposite of pride is either humility or guilt and there are world religions that consider pride to be an outright sin (or vice). Yet highly regarded philosophers such as Aristotle believed pride to be a virtue.
Rest assured the debate will continue until the end of human time but what the timeshare rep needs to remember is that pride, at its core, is a very strong human emotion that begins from childhood, stays with us all throughout our lives and when that sales guest comes into the ‘center’ they, too, have pride.
In the ‘biz’, going back decades, reps have been taught to ‘pitch’ the pride aspect of timeshare ownership. But quite frankly, over time, and especially with the advent of Points programs, etc., the selling aspect of actually owning a vacation home at a fraction of the cost of outright ownership not only became secondary but in many sales presentations it is barely a blimp on the radar, so to speak!
So let’s face some cold hard facts. When it comes to ‘most’ timeshare plans, as we discussed recently, the old sell-it, rent-it, will-it, etc., is out the door and as for exchanging, well, developers and the exchange companies have sort of made that feature/benefit obsolete because they’ll rent most of their properties (inventory) to anyone willing to pay the ‘weekly’ rent.
That pretty much leaves ‘vacation home ownership’ as the big Ace in the hole and most sales guests would be very proud indeed to own that ‘2nd’ home at a destination that they really enjoy.
As such, that is why reps should fully demonstrate (‘sell’), first and foremost, the real value and pride of vacation-home ownership (at a fraction of traditional costs) to every sales guest they encounter. By doing so each time the savvy Timeshare Pro will laugh all the way to the bank.
TODAY’S VIDEO: Marin Gaye – Pride and Joy
(To view ALL of the Morning Meeting sales tips and videos, click here.)